“Today’s savvy buyers are impatient with old-school selling tactics and stereotypical sales behaviors,” explain the authors of the new book, Stop Selling And Start Leading: How to Make Extraordinary Sales Happen . “Today’s buyers have enormous power and information and more choices than ever before,” add the authors, James Kouzes , Barry Posner and Deb Calvert . What’s more, there is a large disconnect, for example, between what customers want to discuss in the first sales call versus what sales reps typically cover, according to a 2016 HubSpot Sales Perception Study. For instance, while buyers most want to talk about : What my company is trying to achieve with the purchase The reasons my company needs to make the purchase My company’s overall goals … sellers most want to talk about : Pricing How the product/service works (a product demo) So, if you sell, you need to read this book. It’ll teach you how to leverage the power of The Five Practi...
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